153 Playing To Our Strengths with David Weiss and Andy Racic

You get two amazing minds for the price of one. David Weiss and Andy Racic join us today. David and Andy are best friends working together on a book all about the reasons and motivations for getting into a career in sales. They believe that the level of talent, ethics and standards can all stand to be raised higher and that starts with understanding what kind of people are built for a career in sales and what their true motivations are. Do they want to help people or do they just want to cash a check? Your biggest sales growth years are your early ones, finding those early growers can be key to a sales team’s success.

These two care about our industry in a unique way and they need your help. Please fill out this survey and help inform their research.

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David Weiss is Sales Executive, Sales Leadership at ADP RPO.

Andy Racic is Director of Sales at Tango Health, Inc.

On today’s podcast…

3:00 – There are a million books on sales. What will make their’s different?
8:38 – Early missteps of those that “fall into sales”
13:45 – Who will this book be for?
18:35 – Are sales books even useful anymore?
28:00 – What are these aspiring authors reading?
33:30 – How do you help people become not just sales professionals but professional salespeople?

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

Click here to buy the Sales Success Stories book!

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152 Monday Musing: Volunesia

On today’s Monday Musing Christie is introducing you to a new term called “Volunesia.”  It is the cross point between volunteering and amnesia, when you are having so much fun volunteering, making a difference in the lives of others that you forget..that it is making a difference in your own life.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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151 Always Being Curious with Wes Schaeffer


The sales fund everything and everything is a sale. That’s the philosophy that drives our guest today, Wes Schaeffer, the Sales Whisperer.

Wes is a ruthlessly pragmatic sales trainer, marketing consultant, keynote speaker, copy writer, InfusionSoft expert and doer. In this episode Wes breaks through the noise and demands of other so called “sales and marketing gurus” and gets down to the fundamentals of customer relationships and customer loyalty.

On today’s podcast

2:59 – the new ABC’s of selling
9:00 – The jujitsu philosophy of sales conversations
12:26 – Balancing inbound and outbound development
15:00 – the difference between Hubspot and Infusionsoft
18:25 – Take a quiz to find the best CRM for you
25:15 – When to deal personally and when to go for scale
30:00 – The sale funds everything

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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Join our Book Club!

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